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THE PLATINUM RULEPowerful People Skills for Building
Long Term Relationships
Tony Alessandra Personality differences: they’re what make life so rich and fascinating and often so frustrating, too. Most of us never figure out some people. We just ricochet through life, getting along with some people anddealing as little as possible with others because they’re so different from us.
Everyone knows the Golden Rule: Do unto others as you would have done unto you. But this habit can turn off those people who have different needs, wants and hopes than we do. Instead, the real key to making a difference is to apply the Platinum Rule: Do unto others as they wouldlike done unto them! Once you understand and master the Platinum Rule,you’ll be able to build bridges to people of any style in any personal or business situation.
• UNDERSTAND THE STRENGTHS, WEAKNESSES, LIKES, DISLIKES, FEARS, AND GOALS OF EACH OF THE FOUR BEHAVIORAL STYLES
• UNDERSTAND YOUR OWN BEHAVIORAL STYLE AND HOW TO MAXIMIZE ITS STRENGTHS AND MINIMIZE ITS WEAKNESSES.
• LEARN HOW TO “READ” THE BEHAVIORAL STYLE OF OTHERS — QUICKLY AND ACCURATELY THROUGH THEIR VERBAL, VOCAL AND VISUAL SIGNALS.
• DISCOVER STRATEGIES FOR CREATING INSTANT RAPPORT AND BETTER COMPATIBILITY WITH EACH BEHAVIORAL STYLE.
• LEARN HOW TO PRACTICE ADAPTABILITY WITH EACH BEHAVIORAL STYLE - THROUGH YOUR FLEXIBILITY (THE WILLINGNESS TO ADJUST YOUR BEHAVIOR) AND VERSATILITY (THE KNOWLEDGE AND
ABILITY TO
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THE PLATINUM RULEPowerful People Skills for Building Long Term Relationships
• THE TWO DIMENSIONS OF BEHAVIORAL STYLES
• THE FOUR BASIC BEHAVIORAL STYLES
• STRENGTHS & WEAKNESSES OF EACH STYLE
• HOW THEY COMMUNICATE
“Prescription before diagnosis
is malpractice.”
“When two people want to do business together, the details never stand in the way.”
“People buy from people they like.”
“Do unto others as they would have you do unto them.”
-Tony Alessandra
• HOW THEY SET GOALS
• HOW THEY MAKE DECISIONS
• SOCIAL & WORK COMPATIBILITY
• IN RELATIONSHIPS WITH EACH STYLE...
• TREAT THEM...
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Additional Notes
The Platinum Rule Behavioral Style Assessment for «firstname» «lastname» - DIRECTOR Style
Copyright © 2003 Alessandra & Associates, Inc. Page 1
«assocname» «assocphone» «assocweb»
How To Identify Another Person’s Behavioral Style
How do you quickly and accurately identify each of the four behavioral styles in order to practiceadaptability? You do this by focusing on two areas – openness and directness. How open or guarded isthe person and how direct or indirect is the person?
OPENNESS
Open Behaviors
Shows feelings and enthusiasm
More relaxed and warm
Emphasizes main ideas
Goes with the flow
Conversation includes digressions
Opinion-oriented
Animated facial expressions
Friendly handshake
Initiates/accepts physical contact
Guarded Behaviors
Keeps feelings private
Limited range of facial expressions
More formal and proper
Avoids/minimizes physical contact
Goes with the agenda
Speaks in specifics; cites facts
Formal handshake
Conversation stays on subject
OpenPeople-Oriented
GuardedTask-Oriented
RELATERS SOCIALIZERS
THINKERS DIRECTORS
The Platinum Rule Behavioral Style Assessment for «firstname» «lastname» - DIRECTOR Style
Copyright © 2003 Alessandra & Associates, Inc. Page 2
«assocname» «assocphone» «assocweb»
DIRECTNESS
Indirect Behaviors
Infrequent use of gestures and voiceintonation to emphasize points
More patient and cooperative
Often makes qualified statements
Gentle handshake
Infrequent contributor in groups
More likely to wait for others tointroduce themselves
Reserves expression of opinions
Direct Behaviors
Frequently uses gestures and voiceintonation to emphasize points
Less patient; more competitive
Often makes emphatic statements
Sustained eye contact
Frequent contributor in groups
Firm handshake
Expresses opinions readily
More likely to introduce self to others
IndirectSlower-Paced
DirectFaster-Paced
RELATERS SOCIALIZERS
THINKERS DIRECTORS
The Platinum Rule Behavioral Style Assessment for «firstname» «lastname» - DIRECTOR Style
Copyright © 2003 Alessandra & Associates, Inc. Page 3
«assocname» «assocphone» «assocweb»
THE WHOLE PICTURE
When you combine the two scales, you arrive at each of the four different behavioral styles. Individualswho exhibit guarded and direct behaviors are Director Styles. People who are both direct and open areSocializer Styles. People who exhibit open and indirect behaviors are Relater Styles. Finally, indirect andguarded people are Thinker Styles.
So, to quickly identify the styles of other people ask these two questions:
1. Are they more direct and fast-paced or indirect and slower-paced?
2. Are they more guarded and task-oriented or open and people-oriented?
OpenPeople-Oriented
GuardedTask-Oriented
IndirectSlower-Paced
DirectFaster-Paced
RELATERS SOCIALIZERS
THINKERS DIRECTORS